Director of ISV and Strategic Growth Partners

About the Role

Anaplan is looking for a Director of ISV and Strategic Growth Partners. This role will be responsible for driving the success, growth, and strategic evolution of Anaplan’s partnership across the Technology provider ecosystem, including Data, Cloud, AI, and ISV providers, with a strong emphasis on revenue acceleration, co-sell activation, joint solution development, and ecosystem expansion.

Your Impact

In this role, you will define and execute the strategy for Anaplan’s Technology and ISV partnerships, identifying new market opportunities, enabling go-to-market teams, and driving joint sales execution alongside our Technology partners and Systems Integrator partners (e.g., Deloitte, Accenture, EY).

Key Responsibilities

• Build and scale our technology partnerships across the Data, Cloud, AI, and ISV ecosystems.
• Incubate net-new partner motions, innovative routes to market, and reseller motions.
• Define the landscape and strategy for Technology Partner investment spanning AI companies, Data Cloud companies, Cloud Service Partners (CSPs), and ISV Partners.
• Manage and scale multifaceted relationships across the Technology and ISV ecosystem landscape, with the expectation of delivering significant growth (and product / offering collaboration).
• Define the strategy and roadmap for execution for the joint creation of market-leading assets / solutions facilitated by regional and global Systems Integrator partners (e.g., Deloitte, Accenture, etc.).
• Proactively identify and prioritize business opportunities (new verticals, use cases / outcomes, business users, etc.) in order to activate sales execution within these partner organizations; this includes the enablement of GTM organizations to be properly incentivized and trained to achieve success.
• Closely collaborate with our Product/Technology organization regarding Tech and ISV partner relationships, product releases, sales activation, etc.
• Inform marketing strategy/plan to align with GTM focused sectors and solutions by region. Drive alignment between Anaplan internal marketing teams and GSIs/RSIs and Tech Partners for successful execution.
• Oversee partner enablement at a global level to ensure Partner sellers are properly trained and motivated to sell and deliver Anaplan and combined solutions.
• Work collaboratively with Tech Partners and Field Engagement Managers to define strategic accounts and joint account planning targets, to support proactive business development.
• Manage the Co-Sell programs, registering and fielding co-sell opportunities.
• Build programs, and collaborate with Anaplan Field Engagement Managers, to ensure Tech Partners' field sales organization is enabled to drive new revenue opportunities for Anaplan.
• Integrate the Tech/ISV Partner GTM strategy with the overall Customer Success strategy for driving success of Anaplan product implementation, adoption, and expansion.
• Evaluate and prioritize partnership opportunities by performing quantitative and qualitative due diligence. Accurately forecast the results of business development activity. With a data-driven approach, continually analyze, clarify, contextualize, and validate strategic partner needs. Track, measure, and report on effectiveness against targets.
• Work closely with the leadership team to develop and drive metrics that define success. Be a leader within Anaplan. Work closely across sales, product, finance, customer success and marketing to ensure close alignment in the development and execution of Anaplan’s key strategic relationships.

Your Qualifications

• Possesses an established network within the Technology/AI/SaaS/ISV/CSP ecosystem.
• Track record within a SaaS organization of revenue growth with Technology/ISV/CSP Partners.
• Experience building key strategic relationships with major technology partners and/or cloud providers and a mastery of working across organizations to make these relationships successful.
• Demonstrated experience incubating net-new partner go-to-market motions and reseller models.
• Working knowledge of marketplace ecosystems.
• 6+ years in channel/partners sales with evidence of increasing responsibility within a software / SaaS sales environment.
• Expertise and experience in creating global technology, ISV, and/or cloud service provider strategy, partner programs, consumption-based financial models, and GTM.
• Track record of building solutions that align implementation partner IP (e.g., Deloitte, Accenture, EY) with Partner IP with a SaaS platform, creating unique product offerings with solid ROI.
• Proven ability to manage a large portfolio of sales activation activities to evaluate results and make trade-offs in investment to maximize ROI.